What are the responsibilities and job description for the Territory Manager – Mechanical HVAC and Refrigeration position at Johnstone Supply | The Huestis-Meyers Group?
Position Overview
The Territory Manager (TM) is responsible for driving sales growth, building strong contractor
relationships, and representing our full line of HVAC and refrigeration products. This role focuses on
supporting mechanical and refrigeration contractors by providing technical expertise, business
development support, and consistent engagement to ensure long-term partnerships and increased
market share.
Key Responsibilities
Contractor Engagement & Relationship Building
• Develop and maintain strong, trust-based relationships with mechanical and refrigeration
contractors, particularly those with established service fleets (10 trucks).
• Act as the primary point of contact for contractor accounts, ensuring their business needs, product
requirements, and service expectations are met.
• Support contractors with sales tools, resources, and programs that help grow their business.
Sales & Business Development
• Drive sales of HVAC and refrigeration equipment, parts, and supplies by targeting key contractor
accounts.
• Identify, onboard, and grow new contractor relationships in coordination with the appropriate
internal teams.
• Monitor contractor purchasing patterns and proactively address gaps in product usage or missed
opportunities.
• Meet or exceed territory sales goals through effective territory planning and execution.
Technical & Product Support
• Provide contractors with technical knowledge on product applications, system design, and
installation best practices.
• Conduct in-field visits and ride-alongs to assist contractors with project bids, equipment selection,
and troubleshooting support.
• Deliver training sessions on new products, warranty procedures, and efficiency standards.
Program & Warranty Administration
• Communicate and promote contractor incentive programs, rebates, and financing opportunities.
• Guide contractors through warranty processes, ensuring equipment replacements and
reimbursements are handled efficiently.
• Track and follow up on program participation, rebate submissions, and performance-based
incentives.
Market Representation
• Represent the company’s product lines—including HVAC, refrigeration, and related
accessories—in the contractor market.
• Attend trade shows, industry events, and factory tours to strengthen brand visibility and credibility.
• Provide market feedback to leadership on competitor activity, pricing trends, and contractor needs.
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